Sales pipeline · ASRR Tech
Which amount belongs to an opportunity?
Agree whether amounts mean proposal value, expected contract value or another basis. Do not mix definitions in a total without explanation.
A practical example
A monthly subscription is displayed differently from a one-off implementation amount.
This is an illustrative situation for assessing your own process.
Checklist for your team
- Choose the value basis.
- Define the period.
- Check examples.
What does success look like?
Everyone can explain what pipeline value includes and excludes.
Test this with a recognisable record and have a colleague review the outcome. Note missing information or decisions. Use that finding to improve a working agreement before applying the process more broadly.
Sales pipeline: the wider process
A pipeline describes the progress of a sales opportunity. Choose stages that represent a business change, such as a completed conversation or a quotation sent. Define the evidence required at each stage and who takes the next action. Separate activities from outcomes: a call attempt is different from a completed intake. Review old and new opportunities before fixing the configuration. Include lost, cancelled and reopened journeys. Those exceptions show whether the definitions are clear enough for the whole team.